Aflac New Agent Training Manual

Edward Walter III Regional Sales Coordinator

Phone: (517) 214–5903

2922 Fuller Ave NE Suite 202

Office: (616) 777-6955 Fax: (888) 784-6972

Grand Rapids, MI 49505 1

Dear New Aflac Team Member, I want to welcome you to the insurance industry and "The Worlds Most Admired Life and Health Insurance Company." I want to assure you that you have made a wise decision to join our organization. The West Michigan Region that you are part of has a rich history of being #1 in Growth and Development for our new agents. We do this by providing a high level of Trust, Truth, and Transparency in our Process.

The future success of our team is going to be related to the training and support that we provide for our new agents. Our primary objective is to make you successful by providing you knowledge, resources, tools, and hands on training to help you become independent. We intend to provide the highest level of training throughout your career. In turn; we ask you to bring a positive attitude, work ethic, competitive spirit, curiosity, and a high level of character with you at all times.

The information within this book is designed to be a reference point for you. We have compiled content from our best resources, best salespeople, and best leaders for you to learn from. This is an opportunity for you to build a business with unlimited support and income potential with little overhead. Any experienced entrepreneur will tell you it can take time to build a business.

We want to put you on a Fast Track to Success.

I started my Aflac Career in 2005. I never saw myself in the insurance industry. However, I will tell you- There's not a more rewarding opportunity to help people. There's also no better opportunity to grow personally, professionally, and financially. Everyday is a blessing to help people protect their financial future while building yours. Keep your goals in front of you. You are in complete control of your future. Now, let's get after it.

We're Excited and Motivated to Help You Build a Book of Business!

Sincerely,

Edward Otis Walter III Regional Sales Coordinator West Michigan / Grand Rapids

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Table of Contents What is Aflac? ........................................................................................................ 5 Common Phone Numbers ..................................................................................... 6 Coaching and Communication ............................................................................ 7 What can I expect? .................................................................................................................................................................. 7

Why Aflac? ............................................................................................................... 8 Employees and Financial Burdens ..................................................................... 9 Why do employees participate? ........................................................................................................................................ 9

What Makes Aflac Different? ........................................................................ 10 Advantages of groups ......................................................................................................................................................... 10

The Market ................................................................................................................ 11 Where Do I Start? .............................................................................................. 13 Web training .............................................................................................................................................................................. 13 Qualification Gate ................................................................................................................................................................... 14 Where do leads come from? ............................................................................................................................................ 14 Establishing Good Work Habits ................................................................................................................................... 15 Taking control of your business ........................................................................................... 15 Sales Cycle ................................................................................................................................................................................. 17 The 10 Commandments of Prospecting .................................................................................................................... 18 Employee Conversation .................................................................................................................................................... 19 Engage ................................................................................................................................. 19 Discover ............................................................................................................................... 19 Guide ................................................................................................................................... 20 Execute ................................................................................................................................ 20 4 Cs of discovery of Discovery .............................................................................................. 21 Prospecting Scripts – Discover ...................................................................................................................................... 23 (Gatekeeper/Business Owner Approach) ........................................................................... 23 Follow Ups .............................................................................................................................................. 24 EDGE Employer Presentation......................................................................................................................................... 25 The Re-DM Questionaire................................................................................................................................................... 26 Implementation Procedures ........................................................................................................................................... 28

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Keep this in mind ........................................................................................................................... 29

Aflac Products .................................................................................................... 30 Aflac Short Term Disability ............................................................................................................................................ 30 Accident Indemnity Advantage .................................................................................................................................... 30 Aflac Cancer Protection Assurance ......................................................................................................................... 30 Critical Care and Recovery ............................................................................................................................................. 31 Hospitalization Choice (Hospital Indemnity Plan – HP) ................................................................................ 31 Lump Sum Critical Illness ................................................................................................................................................ 31 Aflac Plus Rider ...................................................................................................................................................................... 31 Dental ........................................................................................................................................................................................... 32 Vision ........................................................................................................................................................................................... 32 Life ................................................................................................................................................................................................. 32

Direct Market ....................................................................................................... 33 Sample of Weekly Calendar .......................................................................... 34 Fireball Series ...................................................................................................... 35 Associate Compensation Package ............................................................. 36 Commission Illustration....................................................................................................................................................... 37 Salaried Example ...................................................................................................................................................................... 38 Commission example ............................................................................................................................................................ 38 Incentive Plans ........................................................................................................................................................................... 39 Monthly.................................................................................................................................. 39 Quarterly ............................................................................................................................... 40 Semi Annual .......................................................................................................................... 41 Annual................................................................................................................................... 42

100 Accounts to Financial Freedom ....................................................... 43 Market Potential .................................................................................................................................................................... 44 Confidentiality Statement .......................................................................................................... 45

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What is Aflac?

Mission

Top Financial Credentials

Recognitions

AA- by Standard and Poor’s

Fortune Magazines – Worlds Most Admired Companies

Aa2 Excellent by Moody’s

Ethisphere Magazines –

A+ Superior by A.M. Best

Worlds Most Ethical Company

Over 500,000 payroll accounts Over 18,000 in Michigan Over 3,500 in West Michigan

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Common Phone Numbers Support Line Item Aflac Policies and Services Aflac Policies and Services

Description

Phone

Fax

For policyholders

800-992-3522

800-448-8922

n/a

For associates

800-462-3522

800-448-8922

n/a

then option 4

Email

For questions Pended Business

regarding pended applications, new

pendedbusiness@aflac.com

800-462-3522

706-596-5939

866-289-2352

n/a

n/a

877-422-3522

n/a

800-323-5391

877-353-9256

n/a

800-462-3522

n/a

n/a

accounts, SIC Codes Individual/Group Call Center For questions on Claims

status of claims or forms needed

Benefit Services

For questions on Flex One or Transit One

800-462-3522 then option 3

For questions Online Services

regarding billing, setting up online services, resetting

then option 5

OLS passwords For questions in Field

regards to your

Compensation

commissions,

800-252-3522

n/a

service_center@us.aflac.com

800-282-3522

n/a

service_center@us.aflac.com

800-578-3107

706-660-7159

licensing or contests For technical IT Service Center M-F, 8am-8pm E.T.

assistance on Field Force Services, SNG laptops or other Aflac supported technologies

Special

Report fraud to

Investigation Unit

Aflac’s SIU

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siu@aflac.com

Coaching and Communication 1. Conduct a preliminary and weekly coaching session with my DSC/CIT to establish (and make public) my personal goals and objectives so that he/she can help me reach my objectives.

2. Notify leadership team if I am interested in a fast track to management.

3. Attend all weekly (Regional and District) Monday Morning meetings and Marketing Day. Monday at 9am, Thursday at 8am, and Friday at 8am 4. Maintain and support open communication with the chain of command as well as with prospects and clients, maintaining a commitment to a standard response time of 24 hours or less.

Maintain an Aflac email account and check it daily (not during marketing time).

5. Stay focused and keep track of my awards series.

What can I expect?

1. A professional sales school with the best field training available.

2. To have a DSC whose top priority is the success of his/her associates.

3. To be given the opportunity to advance into management based on merit, by completing the pre-management qualifications, regardless of seniority.

4. To be treated in a professional and courteous fashion. To have a management team that cares about and acts upon best interest, doing everything possible to assist you in becoming a successful Aflac Career Associate.

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Why Aflac?

Your Medical Plan Pays

• Hospitals • Doctors • Drugs

YOU PAY Non-Medical Expenses

• Loss of income Sickness and injury will affect

• Radiologist

household income • Left over medical bills

• Anesthesia

co-pays/deductibles reasonable & customary charges prescription drugs • AT HOME EXPENSES mortgage payments car payments child care food & utilities

THESE EXPENSES WILL AFFECT YOUR ENTIRE HOUSEHOLD.

PROTECT YOUR ASSETS SAVINGS | HOME | 401K | CAR | INVESTMENTS 8

Employees and Financial Burdens Four places employees turn to when they have a financial burden

bank account

friends & family

the employer

loans & credit cards

is the solution Aflac policies are supplemental and complement existing benefits Aflac is designed to pay policyholders while other major medical insurance is designed to pay doctors and hospitals

Why do employees participate?

For three main reasons: 1.

To protect their income

2.

To cover their expenses

3.

Freedom of choice 9

What Makes Aflac Different? o Cash is paid directly to policyholder o Over and above other insurance o NO coordination of benefits o Policies are portable and guaranteed renewable Affordable policies ▪ Usually priced 1-2 hours a week of employee’s wage

When offered to employees there is usually a 60% - 80% participation rate In order to set up a group a minimum of three or more employees is necessary

Advantages of groups 1. Payroll deduction 2. Group savings

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The Market Company Strengths •

Products and Services adapt to social change

•

Diversified product lines

•

Value-added services

•

Devoted sales force

•

Aflac Japan: successful despite socialized

•

health care Conservative investments and high ethics

•

Low expense ratios and higher loss ratios

•

High visibility with national advertising

Position in the Marketplace •

Payroll marketing: best worksite delivery system – Everwell

•

Currently over 465,000 US payroll accounts 92% of all cancer insurance sales

•

Over 60% market share (it takes six real competitors in market who

•

collectively produce the same as Aflac does in a year!)

Largest sales force – more than 90,000 licensed agents

•

Less than 8% of eligible companies in Michigan offer Aflac currently

Product Concept To provide cash directly to employees and their families to cover the extensive array of family expenses associated with serious illness or injury.

Three primary areas of expenses include leftover medical bills, loss of earnings, and non-medical fixed, out-of-pocket expenses such as mortgages or rent, car

payments, utilities, food, credit cards, child care, extra household help and equipment, insurance payments, etc.

Products are affordable and ideal for payroll deduction, averaging less than one hour’s wage per week – an amount the employee may not miss.

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Product Need: What was once voluntary is now a supplemental •

People live paycheck to paycheck and often above their means.

•

Most people cannot afford to miss one paycheck: mortgages or rent, car payment(s), groceries, utilities, child care, etc. Bills continue whether one is able to work or needs to stay home with an ill or injured family member. In the place of employment, the sphere of influence now penetrates many other employees (potential buyers) as people within the same department, floor, shift, etc. typically talk with each other.

•

People have a desire to protect their family and standard of living.

•

People have a desire to bring order to disorder; money can solve many of the

•

ancillary problems at times of illness and injury.

Paid leave is declining and there is no paid leave if the employee is not the one ill or injured. Spending time with family at a time of crisis is important, and having to go to work during time of crisis results in lower employee morale and productivity. Aflac gives people choices.

•

There are deductibles, co-payments, numerous medical costs not deemed “reasonable and customary”, out-of-network costs, and an array of out-of-pocket expenses such as travel and lodging for specialized treatment, family members; loss of income, household help, etc.

Note: Always sell based on the need for Aflac programs.

Three most important advantages of payroll marketing 1. Worksite Benefits: It doesn't get much better than being on the company premises during work hours! The owner doesn’t have to verbally communicate that he or she feels the program is of value – it is already perceived that way.

2. Ease of Payment: It is much easier to pay for something you need and want in small payments rather than in large, untimely payments such as quarterly, semiannual, or annual. In addition, since premiums rarely ever change and are often less than an hour’s wage per week, most employees forget about them altogether after two or three deductions.

3. Sphere of Influence: If you were to sell the same person individually in his or her home, the only people who are going to be influenced by the decision will be those he or she chooses to tell.

“Cluster Selling” allows you to offer multiple programs to multiple people.

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Where Do I Start?

Web Training You must first have your Aflac writing number before you can start!

1. Go to sellaflac.com username: firstname_lastname password: last 4 of your SSN

2. If you run into any issues, please call IT at 1-800-282-3522 3. On the right side of the screen once you have logged in, you will see a “Toolbox” button. Click on the “Toolbox” button and follow to “Academy Connect” to begin your E-Learning Courses.

4. Under Training and Resources please go to 90 Days to Success. There are 13 units,1 unit should be completed each week.

5. There is also a state website: michiganwest.net. For your first time logging in please press log in to set up your username(writing number) and password

Academy Connect Information Note: a product brochure folder will be provided to you by your DSC for both payroll products and direct.

1. Everwell E-Learning courses – Ex111, Ex112, and Ex113. Following these courses, the Everwell training lab and Ex199 should be completed with your district sales coordinator.

2. Compliance E-Learning a. Running an Ethical & Compliant Business b. Acting with Integrity 3. Product E-Learning – Payroll Products a. Accident Advantage b. Aflac Cancer Care c. Short Term Disability d. Aflac Hospital Advantage e. Aflac Plus Rider 4. Product E-Learning – Direct Products a. Accidental Indemnity Advantage b. Maximum Difference (Cancer) 5. Complete your Payroll and Direct Pipeline

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Qualification Gate In order to begin writing business you must prospect, prepare and plan.

Where do leads come from?

•

Leads come from multiple sources such as referrals, networking and cold calling

•

Not all leads are good leads. Leads need to be qualified before we sell to them

•

Prospects have the right qualifications to be a customer, but have not purchased yet. These are real opportunities!

•

Once a prospect buys from Aflac they become a customer

•

The regional office will also provide leads from salesgenie.com

•

The best source of leads are people that already know you, like you and trust you

•

Not only are customers good for your current paycheck, they can be good sources of referrals for new leads

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Establishing Good Work Habits Taking Control of your Business As you progress and your sales skills, phone skills, and the effective use of your time improve, it will take less time to accomplish your goals. Implementation of the training, selling and communication systems provided should be at the top of your agenda. These plans will require a definite, rapid system of time management. Failure to take control of your time will cause you to fail to take control of your business’ success.

TIME MANAGEMENT A

definitive

system

of

time

management

is

essential

to

self-

management. Having enough time to develop good work habits while still having adequate time for studying, planning, and keeping records will occur only through rapid time management. From well-established statistics and field experience, we know you MUST spend a minimum of:

6-8 hours each day

{

DRIVING ACTIVITY – Qualifying leads, conducting field calls, obtaining referrals, networking, making presentations, and or/enrolling.

PLANNING – Reviewing your calendar by looking at the next day, week and month in order to plan the activities needed to reach your goals.

PAPERWORK – Keeping accurate records is a must, and paperwork can get overwhelming if it is not handled every day. hours each day

LEARNING – Your prospecting, presentations and products.

READING – Read success-oriented publications (books, magazines, articles) that help you gain the motivation, insight and skills needed to accomplish your goals.

These minimums must be met every day, five days a week. You must consider yourself an employee of your business – ask yourself throughout the day. “Is what I’m doing right now the most productive activity at this given moment? Would I be happy if an employee of my business were doing this on my time clock?”

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You CANNOT get in enough activity to be successful in less than 6 hours per day.

You CANNOT plan your work and keep the necessary records in less than 2 hours per day.

You CANNOT keep up with the learning curve and stay motivated in less than 1 hour per day.

1. Coffee breaks 2. Hair cuts 3. Doctors/dentist appointments 4. Lunches 5. Errands 6. Personal calls 7. Socializing

(if you are not place you should be is the office!)

1. Planning daily activities 2. Record keeping 3. Administration 4. Customer service 5. Reading 6. Self Improvement 7. Training 8. E-mail 9. Communication

Yellow Time (10-15 hours/week)

1. Prospecting 2. Setting Appointments 3. Giving Presentations 4. Enrolling 5. Obtaining Referrals 6. Networking

Green Time (30-35 hours/week)

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Sales Cycle Qualify Approach

Appointments

Survey & Add to Your Business

Close Account & Enroll

Service Account 17

The 10 Commandments of Prospecting 1.

Make an appointment with yourself

Prospecting requires discipline. It’s easy to pull it off 2.

Solution: Make an appointment with yourself to prospect for __ hours each day Make as many calls as possible Research your target audience to be sure you reach the best prospects. That way each will be a high-quality call. When you’re dealing with quality, more is always

3.

better than less Make your calls brief Your objective is to introduce your value and to get an appointment. It should only take two or three minutes to do so

4.

Be prepared with a list of names

Don’t waste your prospecting time trying to find the names you need. That might make you feel busy, but you won’t make a lot of calls.

5.

Work without interruption

Like any repetitive task, the more you prospect, the better you’ll be at it. After you get in the groove, take advantage of your momentum. You’ll find that each 6.

call will go better than the last.

Call during off-peak hours Conventional wisdom says call between 9 a.m. and 5 p.m., but that doesn’t always work. solution: switch or supplement. Try calling between 8 a.m. and 9 a.m., or

7.

between 5 p.m. and 6:30 p.m.

Vary your call times We’re all creatures of habit. Your prospect probably attends the same meeting every Monday morning at 10 a.m. If you can’t reach a prospect, learn from your

8.

lack of success and call him or her some other time of day.

Be organized Keep a record of who you called, when you called, whom you spoke to, and what you talked about. It will help when you finally get an appointment. It’ll also help you keep track of whom you’re supposed to call back and when. *keep tracking simple

9.

See the end before you begin

Establish your goal, then develop a plan to get there. If your goal is to get an appointment, your plan (language/actions) should be designed to help you achieve that goal 10.

Don’t stop

Persistence is a skill every successful salesperson shares remember: most sales are closed after the fifth call. Most salespeople quit after the first.

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The Four Cs of Discovery Health Care Reform Circumstance – What is your current comfort level with the mandates and regulations regarding Health Care Reform?

Change – What types of resources would you and your business need for you to feel comfortable with the upcoming changes?

Consequences – How do you feel you are going to handle this transition given your current level understanding?

Commitment – Is providing your team current HCR education a key initiative before the end the year?

Rising Cost Circumstance – Over the last 2 years, how have your operating costs changed in regards to running your business?

Change – Given the rising costs of running your business, what types of changes are you looking at making to remain profitable?

Consequences – What would your business look like if you are not able to adjust to the rising cost of running your business?

Commitment – How valuable would additional cost savings programs be to your ability to continue to grow your business?

Maintaining Competitiveness Circumstance – What do you do as an employer that sets you apart from your competitors in regards to retaining your most talented employees?

Change – Have your employees expressed interest in any programs that you don’t currently offer?

Consequences – If your current rate of turnover continues, how do you feel this will impact your future goals?

Commitment – What would the value be for you of a successful talent retention program?

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Benefits Administration Circumstance – Can you describe your employee benefit process?

Change – In a perfect world, how would that process look?

Consequences – How does your current process limit your ability to achieve your business goals?

Commitment – Would seeking efficiency in your open enrollment process be an initiative you would find value investing in?

Morale and Productivity Circumstance – As an employer, how do you gauge the satisfaction level of your employees?

Change – In regards to managing your employee engagement, what do you feel that you could be doing differently?

Consequences – What do you, as a business owner, put at risk by not addressing employee engagement?

Commitment – What would you be able accomplish if you could positively impact your employees productivity?

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Prospecting Scripts – Discovery Gatekeeper/Business Owner Approach “Hello

, my name is

and I am with Aflac. I am calling small business owners,

such as yourself today to offer some help to you. We are setting DISCOVERY meetings to determine if we can help you and your company during some unusual times in our industry. We then will come back for a 2nd appointment to present any POTENTIAL solutions at that time. I will be in your area during a couple other discovery meetings on Tuesday and was hoping that was a good day for you too?”

Objections: “We have looked at Aflac before?”

“I know! That is why I am calling actually. But no one did a true analysis of your business during that meeting did they? With all of the changes, we are finding that business owners such as yourself are needing help truly navigating the impact of all these changes and everyone is trying to save money. I am sure you are no different, which is why Aflac is taking a proactive approach to truly being a partner with small business owners such as yourself. Again, the first meeting is really just an opportunity for me to truly understand your business and any challenges you are facing. Your only obligation is to set another time for us to present any potential solutions if there are any. Does Tuesday at 10:00 a.m. work for you?”

“We aren’t interested.”

“Can I ask you a simple question to better understand how we can improve?”

“The last time you met with someone from Aflac, did they really analyze your business and the challenges you might be facing and then present you with the possible solutions?”

They will answer no, and you can move forward with the same response above The key to this approach is to be very clear that the meeting is obligation free. Our ONLY motivation for meeting is that we are interest in what their concerns and challenges might be in regards to the arising difficulties in the new healthcare landscape.

People BUY a solution they are not SOLD a solution. If we want to be considered a consultant, which is imperative in todays market, then we have to start acting like one.

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Follow Ups If you are looking to get a meeting with the Decision Maker: My name is ______________ and I am a benefits consultant at Aflac. I stopped by recently to introduce myself. I was hoping to schedule a brief meeting with you to learn more about your business and see if Aflac benefits can make a positive impact for your employees. I will be back in the area on ______________ in the (morning or afternoon, better yet, specify a time). Please let me know if that would not be a good time to stop by.

If you have met the Decision Maker, but have yet to schedule the appointment: I wanted to thank you for taking time out of your busy day to introduce yourself to me. As mentioned, I was hoping for 15 minutes on your calendar to learn more about your business and evaluate how Aflac can help improve your current benefits package without touching your bottom line. I am available Tuesday morning or Thursday afternoon. Please let me know when would work best for you. I look forward to hearing from you!

When you are unsure where a lead has fallen in maybe land: Send with subject line “Please Advise” or “Your guidance is needed” I wanted to touch base with you as it has been a while since we met to discuss the possibility of offering Aflac to your team and discussing the partnership with Aflac for your clients. I would like to know how you would like me to proceed. Please advise.

1.) We are interested in offering Aflac, let's schedule a time to discuss the next steps.

2.) We are interested in moving forward, but please contact me at a future date.

3.) We are not interested at this time. Please remove us from your list.

4.) We are interested in Aflac but would like to request a different agent.

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Employer Presentation Company Name:

E

Date:

Phone Number:

Decision Maker:

Assisting Associate:

ENGAGE: Thank them for their time! Use Warm up questions and techniques, as well as the research you've done to find common interest. Be Authentic!

SHARE YOUR PERSONAL BRAND STATEMENT: "Before we get started, I would like to ask you a few questions to give me a better understanding of your benefits package and any business concerns you have, to see if there is even a fit here. If so, together, we can customize a package to provide a solution and compliment what you're already doing."

D

DISCOVER: Fact Finding (let them do the talking) Tell me about your employees: How many?

Average Wage: Pay Frequency:

Avg Age: W2/1099

Male/Female:

FT/PT:

If I were a new employee, how would you explain my benefits? (carrier, deductible, products, section 125, eligibility period, etc.)

Many of the business owners I work with share common concerns: (Health Care Reform, Rising costs, Maintaining Competitiveness, Benefit Administration, and Morale & Productivity) What would you say are your top concerns, as a business owner?

Based on their answer, choos e one of the Pain Point Indicator Questions below: How has How has the rising What types of cost of insurance understanding the challenges have you premiums and health care reform had maintaining increases in out of law impacted your employee morale and pocket expenses business and productivity as it affected how you run employees? relates to offering your business? insurance?

What adjustments have you made to your hiring process in order to remain competitive?

What challenges do you anticipate in educating you employees about their benefit options?

Pain Point(s) Identified:

G

GUIDE: Build the Need, Provide Solution - Bridge with Stories, Provide Benefit Overview Share your story. Match Aflac Value Propositions to Pain Point(s) showing YOU as a solution!

70% of employees think that the law is too complicated, and more than 60% of employees are looking to their employers to provide education.

More than 40% of the American population has experienced increases in their out of pocket medical expenses in the last year.

59% of employees would be willing to take a small pay cut to have a more robust benefits package.

75% of employees said that their benefit offering is influential in their decision to leave a current employer.

89% of employees expect more decision making tools when it comes to insurance since they are now responsible for making more decisions.

Do the Presentation - Explaining how Aflac works! Discuss Aflac Value Propositions that address Employer Pain Point

E

EXECUTE (explain the process): Date & Time for Presentation & Enrollment to You & Employees: Group Presentation: (all ees must attend)

Date:

Time:

One-on-One Presentation: Follow-up Date to Discuss Servicing Manual & Deductions:

Date:

Time:

Date:

Time:

Housekeeping Items: AAOD, Census File, Enrollment Location, Explain payroll deduction, etc.

Who would be the person responsible for the payroll deductions and reconciliation?

"Can you introduce me to him/her before I leave today to explain the process and obtain some basic employee data to help make the process run smoothly?"

Revised Date: 2-23-16

Account Review - Account Questionnaire—NEED NEW ONE!

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Implementation Procedures – In an effort to minimize any disruption to your business, and to maximize the positive impact for your company, we have developed a simple enrollment process. This enables your employees to make an informed decision while allowing for continued productivity with respect to their workloads.

Step 1:

Contact the AAOD Department to set up the payroll account.

Associate Terms and Conditions Form Number

M2178

Accounts Terms and Conditions Form Number

N140110

Account Activation on Demand

855-201-0233

SIC Request should be submitted prior to making the call with the record number in hand.

Step 2:

We survey your employees to see who is interested. We have found that the most effective way of doing that is either: Option 1:

Group Presentation(s) where we give each of your employees a packet of information with the rates included.

We then explain the details of the programs, similar to what we talked about today, and let them take the information home, talk with their spouse, and decide what works best for them.

The following day we will sit down with each of them individually to allow for those who are interested to enroll, and those who choose not to do so can sign their wavier form.

(Similar to the way you do your major medical coverage)

Option 2: Individual meetings with each of your employees, so we don’t effect your day-to-day operations. We simply slide one person in and out at a time (whom ever is available). That way we don’t interrupt the company’s daily workflow. ** Normally, it works out better for everyone if we see your employees individually, but we want to be flexible. Would it be easier for you if we meet with your employees one-on-one, or would group meetings be more effective?

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Step 3:

Step 4:

If there are paychecks going out before the employee meetings, we would like to include AFLAC’s Payroll Announcement on your company’s letterhead to all eligible employees, making them aware of the date and time of the meeting(s).

Introduction to your payroll or benefit manager, to explain exactly what will be taking place and exactly how little he/she will have to assist in the process.

** When we are finished meeting with your employees, we will put together a spreadsheet showing employees who participated, and the amount of their deductions. So all he/she will have to do is forward that spreadsheet to your payroll department or your payroll service.

Keep this in mind Since the AFLAC programs are voluntary, they do not fall under the normal group-benefit guidelines. If an employee ever leaves your company for any reason, there are no COBRA issues. They simply take their AFLAC benefits with them, if they choose, guaranteed at the same rates. Even better, your company will never forward money for an employee.

AFLAC bills in arrears, so if an employee leaves in the middle of the month, all you do is cross their name off the statement with the date they were terminated, and we will notify them of all their options, so your staff won’t have to.

Why do we do that? AFLAC knows that if we make it easy for you, and don’t add a lot of additional work for your staff, then it makes good business sense to allow your employees the choice to protect themselves and their families, especially if they’re willing to pay for those benefits themselves.

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Aflac Products – Aflac Short Term Disability • Covers off-the-job-accident disability or sickness disability • Requires a minimum of 3 employees to offer – no minimum participation • Guarantee issue up to $3,000 monthly benefit for 3 or 6 months • $11,000 minimum salary to qualify for this policy and minimum of 19 hours/week • Mostly sold as an after-tax program • “Own occupation” definition of disability

Accident Indemnity Advantage • Has 4 levels • Pays CASH when there is an accident • $60 wellness benefit for one person on plan, after one year of coverage • Pays for overnight hospital stays • Included AD&D benefits • Payroll or Direct

Aflac Cancer Protection Assurance • Has 3 levels • Additional opinion benefit with travel and lodging • Has wellness benefits for everyone on the plan that are available immediately from effective date • The first 30 days of this policy have a waiting period for diagnosis of cancer • We also offer 5 units of Building Benefit Rider and Specified Disease Rider with plan • Pre-tax • Payroll or Direct

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Critical Care and Recovery •

Covers 10 Specified Events that are both Accidental and Injury-related

•

Has 4 levels

•

Building Benefit Rider and CCR Building Benefit Riders available

•

Pre-tax

•

Payroll or Direct

Hospitalization Choice (Hospital Indemnity Plan – HP) •

Has 4 options, $500, $1000, $1500 and $2000 initial confinement benefit

•

Covers hospitalization for either accident or sickness

•

This policy requires some type of health insurance at the time of signature

•

The first 30 days of the sickness portion of this policy is a waiting period for preexisting conditions

•

Additional benefits for lab work, doctor visit, diagnostics, surgery, and hospital confinement and ambulance

Lump Sum Critical Illness •

Help reduce the financial impact of critical illness. Designed to help with the costs of treatment for covered health events, such as: heart attack, stroke, paralysis, coma, and more

Aflac Plus Rider •

Can be attached to select Aflac policies and is designed to help boost benefits for policy holders if they experience a covered life changing event, such as: heart attack, stroke, type 1 diabetes, traumatic brain injury, Advanced Alzheimer’s Disease, and more

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Dental • Has 4 levels: Basic, Standard, Premier, and Premier Plus • Has 2 optional riders: Orthodontic and Cosmetic • Wellness visits are available upon effective date; all other benefits have a waiting period based on treatment • If there are 50 or more employees, we have a ‘competitive replacement’ style plan • Pre-tax (except for Cosmetic Rider, which is always after-tax) • Payroll (all 4 levels) or Direct (only first 3 levels and no riders)

Vision • Includes 3 options for appliance and Lasik benefit • Also has coverage to include health of eye and vision • Pre-tax • Payroll only

Life • We offer Whole or 10, 20 and 30 Year Term and a T25 plan • Up to $500,000 to age 50. 51-68 max is $200,000 • Has optional spouse and child rider or Accidental Death Benefit Rider • Always after-tax • Payroll or Direct

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Direct Market The people and businesses you know, like, and trust.

Generally Dental, Cancer, Accident, and Life

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34

Fireball Series Awards Week 4 8 13 26 39 52

Week 65 78 91 104

AP Required $5,000

Year 1 Milestone Fast Start

No Pay --

$15,000 Super Fast Start -$25,000 Fireball -$50,000 Super Fireball 20% $80,000 Triple Cown 16% $120,000 All Star 13% Total Payout

Year 2 No Pay Milestone $35,000 Bronze Star 13% $75,000 Silver star 13% $120,000 Gold Star 13% $180,000 Platinum Star 13% Total Payout

AP Required

Payout AP Personalized business cards (500) Certificate $400 Bonus $600 Bonus $800 Bonus $1,000 $1,500 Bonus $4,300

# of Accounts

Payout (New Accounts)

--

--

2 3 7 11 15

$800 $1,200 $1,600 $2,000 $3,000

$12,900

Payout (AP)

# of Accounts

$600 Bonus $800 Bonus $1,000 Bonus $1,500 Bonus $3,900

4 8 12 16

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All Milestones Achieved in Year 1

Payout (New Accounts) $1,200 $1,600 $2,000 $3,000

All Milestones Achieved in Year 2 $11,700

AFLAC ASSOCIATE COMPENSATION PACKAGE COMMISSIONS ➢

1st Year Commissions: 28% to 40% depending on the type of policy.

You may choose to be paid on an “advanced” (paid daily) or “as earned” basis. ➢ Renewal Commissions: 4% and 7% - Level and Lifetime. Renewals begin on the 13th month and are paid “as earned” for the life of the policy. ➢ Vesting of Renewals: When you leave Active Service with Aflac, renewal commissions are paid as follows: o 2 Years of Service – 50% (minimum of $25,000 of premium in force) o 5 Years of Service – 75% (no minimum) o 10 Years of Service – 100% (no minimum) BONUS ➢ First – Year Triple Crown Bonus Series o Super Fast Start (8 weeks) $1,200 o Fireball (3 months) $1,800 1. Super Fireball (6 months) $2,400 2. Triple Crown (9 months) $3,000 3. All-Star (12 months) $4,500 Total Potential Bonus for TRIPLE CROWN FIRST-YEAR SERIES = $12,900 STOCK OWNERSHIP PLAN ➢ EARN 3.5% of First year-annualized premium when a policy’s paid to date equals 13 months. When the bonus amount is $50 or more the bonus amount will be deposited in your own personal account on the AFL Stock Plan (a direct purchase stock purchase plan and divided reinvestment plan). This amount is used to purchase shares of AFLAC Incorporated common stock. The shares are owned by you and are deposited in your account. You will receive a prospectus that explains your options. If your monthly bonus is less than $50 the bonus will be credited to your monthly commission accounting statement.

OTHER INCENTIVES ➢ National and State Conventions: For you and your guest, upon meeting the qualifying production levels. ➢ Aflac Federal Credit Union: Membership for our Associates for savings, personal, auto and home loans. ➢ Benefits: Health Insurance, Dental, Cancer, Accident and other policies are available for purchase on a group basis. ➢ Independent Agent Status: Compensation is paid daily, monthly, and quarterly. Aflac will issue a Form 1099 each year for tax purposes.

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COMMISSION ILLUSTRATION

1. FIRST YEAR COMMISSIONS:________# of employees x $750=$_____________ (annual premium)

$_______________ Annual Premium X .40 (40% commission rate) $______________ First Year Commission X .63 (63% of First Year Commission is Advanced) $ Advanced Commission is deposited into your Bank Account within 24-48 hours after policies are submitted and issued.

First Year Commission less the Advance Commission divided by 11. $_________________-$_______________ = $________________/11 = $___________________ (1/11) Monthly Income Statement Consists of two elements. 1/11s and Renewal Commissions.

These combined becomes your monthly Salary or Base Pay. 2. RENEWAL COMMISSIONS: $_______________ Annual Premium x 7% $ Annual Renewal / 12 = $_______________per month Example: $200,000 Annual Premium x 40% $80,0000 First Year Commission x 63% $50,4000 Advance Commission $80,000 - $50,400 $29,600 divided by 11 = $2,690.90 is what you will receive on your Monthly Income Statement the first week of each month Months.

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for 11

Salaried Example - 10 year - annual with 3% raise YEAR

ANNUAL SALARY

3% RAISE

TOTAL SALARY

1

$35,000

$1,050

$35,000

2

$36,050

$1,082

$71,050

3

$37,132

$1,114

$108,182

4

$38,245

$1,147

$146,427

5

$39,393

$1,182

$185,820

6

$40,575

$1,217

$226,394

7

$41,792

$1,254

$268,186

8

$43,046

$1,291

$311,232

9

$44,337

$1,330

$355,569

10

$45,667

$1,370

$401,236

Average Income Over 10 Year Career:

$40,123 Trade Time For Money!?

Commission Example - 10 Year Cumulative Stock Bonus Commissions

Triple Crown Bonus

YEAR

Yearly Income

Renewal w/ Turnover

Total Commission

1

$35,000

---

$35,000

---

---

$12,900

2

$52,500

$9,450

$67,463

$102,463

$5,513

$11,700

3

$52,500

$17,010

$75,023

$177,485

$5,513

-Trips -VIP

4

$52,500

$25,515

$83,528

$261,013

$5,513

-Trips -VIP

$50,000 Aflac Stock

Average Income Over 10 Year Career: $94,783 per year

___________________

5

$52,500

$34,020

$92,033

$353,045

$5,513

-Trips -VIP

6

$52,500

$42,525

$100,538

$453,583

$5,513

-Trips -VIP

___________________

7

$52,500

$51,030

$109,043

$562,625

$5,513

-Trips -VIP

$76,545 Residual

8

$52,500

$59,535

$117,548

$680,173

$5,513

-Trips -VIP

___________________

9

$52,500

$68,040

$126,053

$806,225

$5,513

-Trips -VIP

10

$52,500

$76,545

$134,558

$940,783

$5,513

-Trips -VIP

Fully Vested

** I agree and understand that my income is based on the consistency and quantity of my activity. The illustration provided is based on historical averaged. Training will be provided, however, I am responsible for tracking and improving my skillsets where needed. I also agree and understand that acceptance of the position being offered is contingent upon completing the licensing process with the State of Michigan within the timeframe agreed upon.

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T-REX “PROVE IT” Monthly Incentive Program

39

T-REX “PROVE IT�

Quarterly Incentive Program

April Dinner at Bistro Bella Vita and Griffins game

July Dinner at The Melting Pot and Jurassic World 2 movie

October Cooking class at downtown market and escape room

January Dinner at Wheelhouse and play at the Civic theatre

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T-REX “PROVE IT” Semi-Annual Incentive Program How to win a trip to the BALLGAME! • Veterans (1 achievement below) • Write $125,000 in AP and 2 new groups • 2 VIPs and 2 new groups • Close 10 new groups • Achieve 2 of 2 A-FAMES as an Associate • New Associates (1 achievement below) • Write $63,000 in AP and 5 new groups • Close 10 new groups • Achieve 2 of 2 A-FAMES as an Associate • Achieve 2 of 2 FAMES as a District

When Region achieves 100% of Production White Caps baseball game OR When Region achieves 100% of Production and 1 of 2 FAMES Tigers game bus trip OR When Region achieves 100% of Production with 2 of 2 FAMES 41 Chicago Cubs game, train trip, and 2 nights in hotel

T-REX “PROVE IT” Annual Incentive Program State Convention Criteria to qualify for the trip: Veteran Associates (achieve 1)

New Associates (achieve 1)

$250,000 in AP with 4 New Groups 20 New Groups 3 Difference Maker Club Qualifications 2 VIP and 12 New Groups 3 VIP and 8 New Groups 4 VIP and 4 New Groups

$125,000 in AP with 10 New Groups 20 New Groups 3 Difference Maker Club Qualifications

Districts (achieve 1)

4-for-4 FAME 3 FAMES and 115% of Annual Quota 2 FAMES and 120% of Annual Quota 5 Fireball Award Qualifiers 12 Fireball Series Qualifiers

Earn a spot for you and a guest on the State Convention trip to Punta Cana along with the Regional trip!

Region Achieves 100% of annual Production

Region Achieves 2 FAMES

Michigan Trip

Florida Trip

Region Achieves 3 FAMES

Region Achieves 4 FAMES

Vegas Trip

Mexico Trip

Mexico

Florida 42

100 Accounts to Financial Freedom

1 2

Each step your take in securing your own accounts gets you closer to financial freedom

We service our accounts at least once a year Making four sales in each account should yield over $200,000 AP a year

3

The first step is to make the appointments Master Appointment Setter

4

The second step is to close the account Master Closer Set yourself on a

5

flight plan where you can be financially free and control your own destiny 43

Market Potential in W E S T

MICHIGAN

County

# of Businesses

Existing Accounts

Penetration %

Allegan

3,238

161

4.97%

Barry

1,475

86

5.38%

Kent

24,190

1,092

4.51%

Muskegon

5,967

368

6.17%

Newaygo

1,442

49

3.40%

Oceana

1,111

66

5.94%

Ottawa

9,597

520

5.42%

Total

47,020

2,342

5%

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Confidential – For Informational and Training Purposes Only. These materials contain proprietary information and material that is owned by Aflac and/or its licensors, and is protected by applicable intellectual property and other laws, including but not limited to copyright. By accessing these materials, you agree that you will not use such proprietary information or materials in anyway whatsoever except for informative and training purposes only. You further agree not to modify, loan, sell, distribute, or create derivative works based on these materials. Any use not specifically permitted herein shall be considered to be a material breach of your Agent’s contract with Aflac and is strictly prohibited. Any use not specifically permitted herein is strictly prohibited and may subject you to civil and criminal penalties. Aflac herein refers to American Family Life Assurance Company of Columbus and/or American Family Life Assurance Company of New York and/or Continental American Insurance Company and/or Continental American Life Insurance Company.

Designed by Leanne McWain, 2018 Intern of the Year

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